According to Philip Kotler, "Marketing Management is the art & science of choosing

target markets and building ____with them."

Personal Relationships
Marketing Relationships
Profitable Reationships
Correct Answer
Negative Relationships

Customer Satisfaction depends on the perceived performance relative to?

Producer's expectations
Producer's needs
Buyer's Expectations
Correct Answer
Buyer's Needs

Almost all organisations, even those that are production oriented must do some
marketing to survive.
1
Correct Answer
not relevant
None of these

In Case of ___ market, it is the customer who weilds full power.

Buyer's Market
Correct Answer
Sellers Market
Free Market
Regulated Market

using _____ variables, the organisation tackles the environment variables.

Marketing Mix
Correct Answer
Social Needs
Product
Price

Knowledge and self-expression are ____ needs of human being.

Individual Needs
Correct Answer
Social Needs
Esteem Needs
modern needs
to gain competitive advantage, the company must offer____ to target customers.
Lesser Value
No value
Greater Value
Correct Answer
None of these

Market Segmentation, Target Marketing and Market Positioning is ____ process of

Marketing
2-tier
Three-step
Correct Answer
need identification
valuable

The concept of Consumer Satisfaction is a function of?

Consumer Satisfaction
Correct Answer
Consumer Value
consumer needs
Consumer Demand

a value proposition'is a set of benefit that marketing people promise to the ___ to
satisfy their needs.
producer
Customer
Correct Answer
Retailer
Wholsaler

When human wants are backed by purchasing power and willingness to buy, they
become?
Wants
Needs
Demand
Correct Answer
Desire

___ is the difference between the value a customer gains from buying & using a
product and the cost of the product.
Consumer Expectation
Consumer Value
Correct Answer
consumer needs
Consumer Demand
Esteem Needs : Maslow's Hierarchy of Needs : : ____ : Customer-profitability-
pyramid
bronze tier
copper tier
sliver tier
gold tier
Correct Answer

Loyal consumers spread a ___ word-of-mouth and refer other customers

Neutral
Negative
Positive
Correct Answer
None of these

Marketing in modern times means transforming the Organisation around __

producer
Customer
Correct Answer
Retailer
Wholsaler
Cultural Factors include attitude, value, rituals, practices and ?
Beliefs
Correct Answer
competition
Laws
consumerism
A public can facilitate or impede the ability of ________to accomplish its goals.
Organisation
Correct Answer
Customer
Environent
Government

marketing resaerch and Marketing Intelligence Syatems are the methods used by
organisation for ______ and gathering vital information about Changes.
Environment Scanning
Correct Answer
Interpreting
Micro environment
Business Policy
Agents, Brokers, Dealers, Wholesalers, Retailers, etcare the examples of
Producers
Consumers
Business Firms
Middlemen
Correct Answer

P' in PEST analysis represents?

Price Factor
Place Factor
Political Factor
Correct Answer
Product Factor

The implementation of ______ policy in India opened up the Economy.

LPG
Correct Answer
Liberalisation
Privatisation
Globalisation

Which factors indicate the nature and direction of the Economy in which a marketer
operates?
Social Factors
Economic Factors
Correct Answer
Political Factor
Technological Factors

The external Environment which is Dynamic and Changing Holds both_____ for the
Company
opportunity and Prosperity
opportinity and threats
Correct Answer
Challenges and threat
None of these

Micro Environment : The Public : : Macro Environment : ?

The Customer
The Company
The suppliers
Economic Envirinment
Correct Answer
Manufacturers and Marketers are held responsible for ?
non eco-friendly products
Correct Answer
unrest in the country
changes in law
LPG

Globalisation and IT enabled era are examples of _____ affecting marketing

environment.
Driving Forces
Correct Answer
Uncontrollables
Natural Environment
Beliefs

Big players start buying smaller players through

umbrella brand
sister company
mergers and acquisition
Correct Answer
partnership

Technological breakthrough can dramitacally influence a marketer's products,

service markets, suppliers, distributors, competitors,_____________ and competitive
position.
manufacturing practices
Correct Answer
consumer selection
Legal Act
consumerism

Internet Banking and online shopping are good examples of how technology_____
the business
restricts
replaces
fecilitates
Correct Answer
none of these

Marketers have to function according to the ____ prevailing in the country.

Producers
legal framework
Correct Answer
Middlemen
The Company
companies made need to revised marketing mix best on the segments changing
needs or ____ tu replace stagnating or shrinking market
identify old market
identify new market
Correct Answer
practice same policy
none of these

The stratergy of segmentation allows ____ to aviod head on competition in the

market by differentiating their product offering.
Business
Correct Answer
Consumer
Middlemen
Customers

As the Consumers are too numerous, widely scattered and have varied needs and
buying practices, hence there is a need for?
increase production
No segmentation
decrease production
market Segmentation
Correct Answer

after identifying and clearly distinguishing the segment, a company must determine
the profitability of _____
psycho graphic characteristics
consumer behaviour
consumer marketing effort
Correct Answer
None of these
Companies often begin by segmenting the market using a single base, then expand
using other basis this is known as
demographic segmentation
income segmentation
psychographic segmentation
hybrid segmentation
Correct Answer
in case of an undifferentiate id marketing the company decides to ignore market
______, segment and target the whole market with one offer.
similarity
differences
Correct Answer
dimentions
The selectivity of mind is such that the _____ will always have a presence in the
mind-set of the customers.
improvisor
pioneer
Correct Answer
promotor
none of these

target market allows a company to position its position its products to the market
based on assessed needs and _____
National Income
Preference of Producer
Preference of customer
Correct Answer
None of these

Key to developing the appropriate marketing mix is the ___ of the product
positioning strategy
Correct Answer
pricing strategy
production strategy
promotion

The position of the brand is simply it's perception in the mind of?
business industry
undifferentiated market
producer
target marketing
Correct Answer

for successful sedimentation america tathastu consider many criteria salon west
various ____
product and pricing
internal factors
strategic and external factors
Correct Answer
none of these

what divides bios into different groups best on social class, lifestyle or personality
characteristics
demographic segmentation
income segmentation
psychographic segmentation
Correct Answer
 hybrid segmentation
It is ___to understand the position and strategies of competitors.
not necessary
important
Correct Answer
not important
not essential

____involves marketing in a very small but profitable market segment.

differentiated marketing
micro marketing
un differentiated marketing
niche marketing
Correct Answer

None of these

the process of creating new image about an existing product in consumers mind is?
Repositioning
Correct Answer
Positioning
under positioning
Doubtful Positioning

social and economic status, social class, age, sex and religious affiliation of
consumer are?
The environmental factors
Correct Answer
the socialisation agent
production factors
none of these
The buyer's black box has how many components?
two
Correct Answer
three
four
one
which model is based on man's ability to learn forget and discriminate
economic model
talking model
loading model
learning model
Correct Answer
The term family life cycle refers to a series of ____ through which individual
proceeds overtime.
production stages
life stages
Correct Answer
buying stages
business stages

deposit bring department should have very rich expertise with product substitute
and?
their performance
Correct Answer
family life cycle
distance
buyer's lifestyle

operant Conditioning is a type of?

Learning
Correct Answer
Production
Promotion
Socialisation

straight rebuy, modified rebuy and new task are types of?
buying price
buying behaviour
large buyers
buying situation
Correct Answer
the decision-making unit of buying organisation is called as?
selling centre
purchasing group
buyers
buying centre
Correct Answer

what is the predisposition to reject foreign made product called?

racism
Ethnocentrism
Correct Answer
consumerism
compulsive behaviour
the influence of social science has prompted marketing experts to propound certain
consumer behaviour behaviour models for explaining ____
employees behaviour
producer behaviour
buyers behaviour
Correct Answer
market price

______ marketers all have to hire well trained sales representative and often use
sales terms to deal with well trained buyers
consumer
industrial
Correct Answer
social
welfare

procedural justice, inter-actional justice and distributive justice for complaint handling
are dimensions of?
Perceived justice
Correct Answer
Practical Justice
Legal framework
customer satisfaction
The term____ refers to the series of life
the bachelor stage
family life cycle
Full nest
Correct Answer
Empty nest
nationality group, religious groups, racial group, community and geographical areas
are?
social culture
social class
subculture
Correct Answer
political culture
the organisational bio include profit and non-profit organisation, government
agencies, institutions, and all others who by products to run their organisation for?
for futher production
Correct Answer
end consumption
marketing
None of these
planning implementation and evaluation are?
marketing mix elements
marketing management process
Correct Answer
types of marketing
types of market research

mystery shopping is a close cousin of?

pricing research
production strategy
market research
Correct Answer
none of these

ethical issues in marketing research are privacy, deception, false representation

and?
production strategy
pricing strategy
intrusion
Correct Answer
culture

regularly schedule reports that are produced and sold by marketing research firms
are?
social service
service outsourcing
organisational service
syndicated service
Correct Answer

ORG-MARG, ______ , AC Nielsen India and TN Sofres MODE are examples of

Major marketing Research Agencies
IMBR
Correct Answer
TACO
FORCE
TVS

marketing research involves_____

theoretical research
applied research
Correct Answer
practical research
behavioral research
problem formulation, selection of research methodology, developing research
design, selection of data collection techniques, actual data collection, analysis and
interpretation, and preparation of research report is the process of?
planning production
formulating pricing
market research
Correct Answer
organisations relation

the information used for marketing research must be ______ timely and reliable.
irrelevant
relevant
Correct Answer
complicated
scattered

market potential, market share, brand or company image, market characteristics,

sales analysis, sales forecasting and business trends research are examples of?
problems solving research
problem identifying research
Correct Answer
problem initiating research
practical research

marketing research process : problem formulation : : problems in marketing research

:?
IMRB
actual data collection
variation in data
Correct Answer
research report

market research project are studies conducted to find out answers to specific
problems in ?
production
distribution
marketing
Correct Answer
pricing

the marketing mix questions are ____ by the use of market research
not answered
made complex
answered
Correct Answer
 simplified

unless managers _______ the external environment they cannot intelligently plan for
future.
understand
Correct Answer
ignore
reject
change

Before undertaking research, projects researchers should be well equipped with?

all methodologycal aspects
Correct Answer
a relevant data
generic data
none of these

tracking sales performance of production and monitoring changing consumers tastes

are important applications of?
MkIS
Correct Answer
scheduling
selling
promotion strategy

the sales budget are generally set _____ than the sales podcast
slightly higher
slightly lower
Correct Answer
extremely higher
extremely lower
the process of sales forecasting involves two steps that is measuring 'market
demand' and forecasting ____
sales possibility
company sales
Correct Answer
market sales
target market

the opinion of executive is the oldest type of?

sales possibility
market forecasting
sales forecasting Correct Answer
market demand
the entire marketing mix revolves around _____ made by company for its product
market research
production
price forecast
sales forecast
Correct Answer
the size of market depends upon?
number of producers
number of retailers
number of buyers
Correct Answer
number of suppliers

The Delphi Method is a form of?

Statistical Sampling
Time Series Analysis
Expert opinion Method
Correct Answer
Customer's Expectations

sales Force Composite Method forecasts on the estimates given by?

executive
Middlemen
salesman
Correct Answer
dealers

___ is suitable for businesses selling products to a few quay customers.

executive opinion
Customer's expectations
Correct Answer
production forecasting
price analysis

To get total sales estimate we can use?

statistical sampling Correct Answer

random sampling
stratified sampling
simple sampling
sales forecast is an estimate of the_____ of company's brand or product during
specific period in specific market, under specific condition, expressed in monetary or
unit terms.
 sales possibility Correct Answer
company demand
market sale
market potential

in market forecasting only the _____ level of industry marketing expenditure and
efforts will actually occur.
high
maximum
minimum
Correct Answer
actual
the expected level of company sales based on a chosen marketing plan and assume
marketing environment is ?
market forecasting
sales forecasting
company sales forecast
Correct Answer
demand forecast

the absolute limit of companies demand is?

market potential
Correct Answer
production potential
organisations potential
marketer potential
_______ for the product is the total volume that would be brought by target group of
customers
market demand
Correct Answer
market forecast
market potential
company demand
companies and marketers generally use a combination of forecasting methods to
ensure they get reliable estimate because?
having complex situation is good
all methods are perfect
no single method is perfect
Correct Answer
none of these

Marketing mix planning starts with formulating an offer that brings value to _____
Target Customers
Correct Answer
 Target Sales
Target wholesaler
Target Retailers
A brand is a name, term sign, symbol or?
positioning tool
design
Correct Answer
label
prospectus

Industrial products are those purchased for further production,

selling
production
Correct Answer
distribution
promotion

____ refer to tangible and intangible goods like physical objects, services, events,
etc.
Product
Correct Answer
Price
Place
Promotion

_____ can be further classified into convince products, shopping oroducts,etc

Industrial Products
Final Product
Consumer Products
Correct Answer
Product
Industrial products can be classified into 3 groups of materials supplies, services and
_____
Capital items
Correct Answer
parts
purchase items
raw materials
The product mix dimentions provides basis for defining the company's ____
Product Stratergy
Correct Answer
Organisational Stratergy
Growth Stratergy
none of these
Person marketing consist of _____ as a product to build favorable public opinion for
them.
marketing mix
marketing personality
Correct Answer
marketing decision
market management

Place marketing involves advertising and attracting tourist and _____ to cities, states
and countries
immigrant
Correct Answer
Socialist
Activist
none of these
_________ will also fecilitate the seller to segment markets and practice
differentiated marketing.
Labelling
Branding
Correct Answer
Packing
Packaging

A product line may be composed of different brands or ______

joint family
independent family
Umbrella brand
single family
Correct Answer

Quality of product is an important _______

positioning tool
Correct Answer
production tool
marketing decision
Industrial tool

_____ contains all the possible augmentations and transformation that it might
undergo in future.
Final product
Product in processing
Potential Product
Correct Answer
Potential market
Differentiation, Brand Positioning and competiton take place at ______
basic product level
expected product level
augmented level
Correct Answer
potential product level

In social Marketing, ideas are marketed for improvement of?

Industry
Social well-beign
Correct Answer
Organisational well-beign
consumers well-beign
The growth stage is marked by _______ in sales
Rapid Climb
Correct Answer
Slow Growth
Rapid decline
Slow Decline
PLC is used less as forecasting tool and more as?
Control tool
Correct Answer
Growth tool
Analysis Tool
General Tool

Modifications to the product are made at different stages of?

Business Life Cycle
Family Life Cycle
Product Life Cycle
Correct Answer
Individual Life Cycle

Number of Brand Users * Usage rate per user =?

Sales
Volume
Correct Answer
Cost per Unit
Production

Growth Maturity, Stable Maturity, Decaying Maturity are stages of?

Introduction Stage
Growth Stage
Correct Answer
Decline Stage
ProductDevelopment Stage

Generally the basis of PLC analysis will be the ______

monthly sales data
quarterly sales data
annual sales data
Correct Answer
general sales data

As the life cycle stages do not have predictable duration and inevitable sequence, it
can at best be used as general guideline for?
Checking Past
Planning Future
Correct Answer
Planning sales
Planning resources

Duration of each _____ depends on a number of variables like product

characterisation, market acceptance and competitive actions.
PLC Stage
Correct Answer
Life Cycle stage
Family life cycle stage
business Life cycle stage

The PLC shows the_______ of typical product depicting five different stages.
Current sales
sales history
Correct Answer
demand history
buyers history

Knowledge of the product's stage in its life cycle provides useful but only partial input
for the design of product's ______
Production Stratergy
Marketing Stratergy
Correct Answer
Promotion Stratergy
Sales Stratergy

Introuction Stage : Negative Profit : : Maturity Stage : ?

Negative Profit
Raising Profit
 High Profit
Correct Answer
Declining Profit

Sales may plunge to zero in ?

Introduction Stage
Growth Stage
Decline Stage
Correct Answer
Maturity stage

Product Development, Introduction, Growth, Maturity and Decline are stages of

Business Life Cycle
Family Life Cycle
Product Life Cycle
Correct Answer
Individual Life Cycle

Generally, price is believed to be high at introductory period and?

Product Development Stage
Growth Stage
Decline Stage
Correct Answer
Maturity stage

_______ begins when the company finds and develops a new- product idea.
Introduction stage
Growth stage
Product Development stage
Correct Answer
Maturity stage

Price elasticity= %change in quantity demanded ÷ ?

recent change in price
% change in production
% change in price
Correct Answer
%change in sales

Fixed cost ÷ Unit contribution=

Break Even Output
Correct Answer
Break even point
Break even Analysis
______ from the base level for pricing decisions.
cost
Correct Answer
price
profits
benefit

Premium pricing involves _____ competitors price

below
above
Correct Answer
equal
none of these

Break even Analysis is useful for projecting____

cost
price
profits
Correct Answer
benefit

Fixed cost remains ____ as a tool over a range of output.

Variable
Fixed
Correct Answer
Parallel
Flexible

______ pricing methods are used for new products.

Value Pricing
Tender Pricing
Skimming and Penetration
Correct Answer
Cost-based pricing

The RBI regulates the interest rates of banks and_____

Financial Institutions
Marketing Institutions
Business Institutions
Correct Answer
Education Institutions

Of all the elements in the marketing mix, price is the only one which
generates_______
Loss
 cost
revenue
Correct Answer
expense

The company's pricing strategy will vary according to the nature of competition or
nature of its _______ to face competition.
Production strategy
Pricing strategy
marketing strategy
Correct Answer
distribution channels

Pricing Objectives include, Profit machination, Return on investment, improve cash

flow and____
Survival
Correct Answer
competition
Production
Promotion

Cost based pricing, Demand based pricing, Value pricing, Tender pricing are
methods of?
Costing
Promoting
Producing
Pricing
Correct Answer

When Customers are resistant to new product ideas and they generally do not
compare the _____ for some products.
Production strategy
price
Correct Answer
place
promotion

A _____ or market leader can set a price and let the competition set it's price level.
brand leader
Correct Answer
Marketing Institutions
marketing strategy
none of these
____ is the amount of money charged for a product or service.
cost
price
Correct Answer
profits
benefit